STAR Results

APRIL 20, 2021

Annually spending by companies: Sales training $20 billion on sales training. We see this in times of recession when companies scale back on training, sales automation tools, and support materials. As a sales leader, the question becomes which one yields the highest return on investment? Great sales managers deliver $3.5

Sales 271

Sales Sales Support CRM Networking 271

Heinz Marketing

JANUARY 19, 2024

Perhaps different members on your team, or different cross-functional teams, are not aligned on tools, leaving communications and data in silos? Operations explained that historically these members would adopt their own tool or push for a new one that they would then abandon a year or so later.

Campaign 110

Campaign Represent Education Clients 110

Iannarino

AUGUST 8, 2021

The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. Would you also sign off on the idea that when confronted by facts suggesting that change is necessary, it would be negligent to refuse to change?

Intrinsic 322

Intrinsic Quota Clients B2B 322

Partners in Excellence

APRIL 5, 2024

Building my career I would not say my career has been the traditional evolution from “bag carrier” to sales manager to executive but at the same time, I often think that gives me a broader perspective on the business. As you will see, Martin has a fascinating and rich career an selling.

Sell 115

Sell Territory Consult Contract 115

Martech

JANUARY 31, 2024

How and when you apply good leadership skills makes all the difference. This is tactical leadership. The message and leadership style is part tactical and part aspirational. By this point, the self-doubt is gone and it’s time to inspire the team with a plan on how they’re going to make it happen.

Objectives and Key Results 109

Objectives and Key Results A/B testing Legal Finance 109

Highspot

MARCH 12, 2024

How can enablement be the hero in one organization and the constant scapegoat for another? The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. It all comes down to strategy.

Strategize 115

Strategize GTM Cross-sell Finance 115

Partners in Excellence

MARCH 14, 2024

Businesses, industries and markets are being restructured, profoundly. As I work to advise them, I stumbled on something I wrote in early 2001, another period of economic challenges. As I work to advise them, I stumbled on something I wrote in early 2001, another period of economic challenges. We see a lot of uncertainty.

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Search Engine Land

APRIL 30, 2024

For eight years, no one thought that would ever happen, but it did. Simply put, Yahoo had the best user experience on the web for 10 years, but Google provided a better one. Simply put, Yahoo had the best user experience on the web for 10 years, but Google provided a better one. Now, think about this. Is SEO dead?

User Experience 110

User Experience Niche Service Closing 110

Heinz Marketing

DECEMBER 1, 2023

To determine that we have the right people in the right seats, one of the tools used in EOS are the GWC basics: “Gets it”, “Wants it”, and has “Capacity” to do it. Simply put, you’ve been in desperate need of a marketing orchestration overhaul. The consulting agency has helped you piece together a revamped holistic go-to-market process.

Process 102

Process Government Consult Clients 102

The Advantexe Advisor

FEBRUARY 28, 2024

Many public and private organizations have determined that one of the most important ways to grow and scale is through “Business Development” which means mergers, acquisitions, licensing, investments, options-to-buy, and several other investment vehicles.

Pharmaceutical 62

Pharmaceutical Manufacturing Follow-up Growth 62

Martech

NOVEMBER 29, 2023

That’s the conclusion of new Gartner reports about what CMOs need to focus on in the coming year. The same percentage said having to work with marketing “is a major inhibitor” to the success of cross-functional initiatives. Typically they have five to eight unique business functions involved and 20 to 35 people on the core project team.

Non-Profits 101

Non-Profits Growth Technology Technology 101

Search Engine Land

MAY 24, 2023

Well, it’s 2023, and we’re still trying to convince businesses that SEO isn’t just a fancy acronym for “some extra options.” ” It’s like trying to teach an old dog new tricks, except the dog is a business and the trick is “not being invisible in the search engine results.”

Objectives and Key Results 99

Objectives and Key Results User Experience Engineering Education 99

Martech

NOVEMBER 20, 2023

The language model is based on content from MarTech embedded on top of ChatGPT. DEP Capabilities: Start by identifying the capabilities you currently have, those you would like to have, and those that are essential for your business. Best of the Bot showcases MarTechBot’s responses to prompts submitted by readers.

Strategize 106

Strategize Technology Technology Lead generation 106

Martech

APRIL 6, 2023

Here’s a quick preview to give you a perspective on how to think about the future of marketing in a world dominated by AI. Search engines Searching on Google for information or answers will soon seem as useful as flipping through the yellow pages to find a reliable business. The phone book was replaced by online search.

Technology 141

Technology Technology Conversion Price 141

SalesLoft

MAY 3, 2024

The turbulent business climate has left many organizations with empty seats that won’t be filled any time soon. Hard Choices: Lean Revenue Team Options When revenue teams shrink, it feels like you have two choices: Work fewer deals, or Work the same number of deals but see sales cycle times increase. Smoother handoffs.

Engineering 52

Engineering Closing Account management Represent 52

SaaStr

MAY 16, 2024

On the first episode of the Angles and Insight podcast, SaaStr Founder and CEO Jason Lemkin chats with Zapier CEO Wade Foster about the future of B2B SaaS in 2024 and beyond. First, we’ll look at both of these legends’ viewpoints on the hybrid work environment and the best way to approach it in 2024. Is that true today?

B2B 79

B2B Angle X-functional Trust 79

Partners in Excellence

DECEMBER 12, 2023

I wasn’t the only one, it seemed all my friends suffered with the same problem. Also, a lot of technical books in math, business, science provided us great short-cuts to reading and writing papers on the reading. I could squeak through getting by on many of the assignments. I found I struggled though.

Construction 109

Construction Sports Education Strategize 109

Search Engine Land

APRIL 2, 2024

Use Google Docs to identify leadership priorities and turn them into SEO action plans, aligning SEO with leadership goals. One major problem many SEOs and leadership have with managing SEO teams is aligning the team’s activities to business or marketing priorities.

Objectives and Key Results 79

Objectives and Key Results Consult Engineering Technology 79

Heinz Marketing

MARCH 15, 2024

So if you want real, predictable revenue growth, it’s time to forget the one-off quick-win tactics. They navigate objections, identify buying signals, and close deals with a focus on win-win outcomes. But true understanding goes beyond the products you offer. Marketing: Marketers are the customer whisperers.

Growth 110

Growth Customers Objectives and Key Results Teamwork 110

Martech

JANUARY 2, 2024

However, this also means thinking about how this same customer data needs to flow throughout all the marketing platforms marketers use to do their day-to-day jobs. Cleaner customer data coming in means this same data will be ready for activation (engagement, conversion) and reporting will be both quicker and automated.

Customers 108

Customers Campaign Conversion Start-ups 108

Sales Pop!

JANUARY 16, 2023

Long ago but close by, the leadership style was to have an arrogant leader in charge demanding how work is to be. Worse was the inherent need to accept new ideas on approaching prospects and clients on a perceived better footing, but the idea was scorned. The good news is we have a new leadership style at our fingertips.

Teamwork 97

Teamwork Drivers/motivators Presentation Gaming 97

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. I am concerned about the subjects being curated for sales and sales leadership professionals. I am concerned about the subjects being curated for sales and sales leadership professionals. Absolutely.

GTM 81

GTM Sales Manufacturing Lead generation 81

SaaStr

JANUARY 10, 2024

Coming in early on to start the marketing function at Zoom, it was all about driving revenue and surviving. Coming in early on to start the marketing function at Zoom, it was all about driving revenue and surviving. So you need context from leadership to what you ultimately need to deliver on in your function to be successful.

Pipeline 99

Pipeline Growth Strategize Start-ups 99

Hubspot

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Effective leadership starts with caring about (and showing you care about) your people. Let’s dive in. Let’s dive in.

Construction 78

Construction Sales B2C B2B 78

Martech

APRIL 3, 2024

Our “Spotlight on the expert” series digs deeper into the stories of our expert contributors. When email expert Natalie Jackson took the leap from publishing into marketing technology, she took advantage of the professional thought leadership available to her in Kansas City, Missouri. What was the first step that got you on that track?

B2B 69

B2B Angle B2C Pitch 69

Partners in Excellence

NOVEMBER 30, 2023

” I wasn’t surprised with the next sentences: Let’s jump on a quick 10 minute chat with our director so he can walk you through our system in detail to guarantee to save you 10 hours of time per week, while putting processes in place for you to properly automate, delegate, and eliminate headaches out of your life and business.

Construction 109

Construction Conversion Clients Meeting 109

Martech

MAY 23, 2023

Marketing operations can be chaotic, and mastering leadership skills in such a dynamic environment can be an uphill battle. While the web is overflowing with leadership listicles, these suggestions must be taken further to determine what skills are needed and why. Mitigating risks of business processes across the organization.

Drivers/motivators 107

Drivers/motivators SQL Technology Technology 107

Martech

FEBRUARY 20, 2024

One of the areas hit first and hardest by these layoffs was these companies’ DEI efforts. At the same time, marketing organizations at major corporations have become less diverse, according to the ANA’s latest report on diversity in the advertising and marketing industry. Before we get to that, let’s make one thing very clear.

Electricity 91

Electricity Advertising/ Marketing Gaming Follow-up 91

Search Engine Land

NOVEMBER 17, 2023

Search marketers were shocked to learn of Altman being forced out of OpenAI, the company behind the extremely popular generative AI tool ChatGPT, which launched less than a year ago on Nov. A member of OpenAI’s leadership team for five years, Mira has played a critical role in OpenAI’s evolution into a global AI leader. Why we care.

Government 116

Government Non-Profits Technology Technology 116

Martech

MARCH 11, 2024

Over-optimizing for pipeline efficiency: The implications The exponential growth of martech tools has led to an overemphasis on pipeline efficiency, driven by the promise of better tracking and attribution. Using the same approach to all our target audience risks alienating the remaining 95% who are not yet in-market. Brand affinity.

Pipeline 81

Pipeline Contact Prospecting B2B 81

Martech

JUNE 29, 2023

Marketers are known as the “creative ones.” However, creativity doesn’t always mean innovation, especially if that helps the business move forward. Some marketing teams haven’t been able to shake off their military-style leadership, where all decisions are made at the top and then trickle to the frontline workers.

Non-Profits 112

Non-Profits Technique Appointment Pitch 112

Salesforce

OCTOBER 26, 2022

Create and foster a culture of inclusion Discover the Salesforce Training Provider Program See how hiring diverse talent makes a significant business impact. One of our core values at Salesforce is Equality. Inclusive Leadership Practices. Inclusive Leadership Practices. The Salesforce ecosystem is growing, with 9.3

Represent 98

Represent Education Pipeline Technology 98

Sales Hacker

JANUARY 31, 2022

Too many sales teams, though, are continuing to use the same general tactics they used pre-2020. The sales teams that anticipate and meet the new landscape will be the ones who win. Disruptions that were traditionally inappropriate in a business setting became very tolerable, very quickly. How COVID-19 changed B2B communication.

Represent 110

Represent B2B Construction Meeting 110

Sales Hacker

APRIL 4, 2024

And one of the best ways to do this? 10 Biggest SKO Mistakes To make this as digestible as possible, we’ll break down the SKO mistakes into three groups: the ones that happen before, during, and after SKOs. Lack of pre-event engagement One common mistake is treating the SKO as a standalone event. With a sales kickoff (SKO).

Intrinsic 92

Intrinsic Objectives and Key Results Drivers/motivators Presentation 92

Martech

JANUARY 22, 2024

“Garbage in, garbage out” is one of the fundamental tenets of computing. But no matter how well-sourced and clean your data is, it cannot account for the significant number of people whose data is missing One such group is women. Dig deeper: By the numbers: Diversity and inclusion are good business In the U.S.

Government 107

Government Education Technology Technology 107

SaaStr

DECEMBER 13, 2023

This is when SaaS metrics aren’t used as a tool of understanding to improve your business but to club people with numbers. Let’s look at one of the world’s simplest examples of misleading. It’s a sleight-of-hand story about numbers, and it’s hiding the issue of needing to work on Net New Logo ARR. #3: But they didn’t.

X-functional 118

X-functional Trust Presentation Drivers/motivators 118

Lead Fuze

MARCH 1, 2024

Stepping into a leadership role can feel like navigating uncharted waters, but understanding what are attributes of a good leader is the compass that guides you to success. A great leader doesn’t just bark orders; they build trust with every interaction and inspire their team to reach new heights.

Teamwork 52

Teamwork Negotiate Trust Strategize 52